Erika Childers 33 min

The Cloud GTM Journey of Salesforce


Come learn how Salesforce started its journey in selling through the cloud marketplace. Learn how they pursued this strategy, implemented incremental phases, and helped sellers worldwide. We’ll discuss what they learned while on this business transformation journey and hear a few tips and tricks they’d recommend to drive this business transformation.



0:00

Hey, everybody.

0:08

Hey, looks like we're all here.

0:13

Excellent.

0:14

Well, hey, everyone.

0:17

Welcome to our session with Salesforce.

0:19

We have a very exciting session today.

0:21

We've got -- we're going to learn about Salesforce and their

0:24

journey in selling through cloud marketplaces and learn how

0:27

they decided to pursue this strategy, what kind of iterations

0:31

and phases they implemented, and how Robert and his team,

0:37

you know, enabled the gang of sellers in many countries

0:41

around the world, and just kind of learn what is that business

0:45

transformation like, and maybe at the end we can hear a few

0:48

tips and tricks.

0:49

So with that, I'd like to introduce myself.

0:51

My name's Adam Boyle.

0:52

I'm the head of product and engineering here at tackle.

0:55

We also have Jillian McNierney, who's one of our product

0:58

managers who's been working very closely with Robert on our

1:02

journey, and of course Robert Carbum, our guest of honor

1:06

here, the director of marketplace strategy and business

1:10

operations at Salesforce.

1:13

Robert, why don't you start us off, tell us a little bit about

1:17

you and your journey here at Salesforce.

1:21

Absolutely.

1:22

Thank you very much for having me.

1:23

First and foremost, I would be remiss if I didn't start by

1:26

giving a big shout out and a big thank you to all the amazing

1:30

people behind the scenes at Salesforce that has made this

1:33

amazing accomplishment possible.

1:35

There has been over 200 people that have worked on this

1:38

initiative more than are tirelessly working right now to

1:41

help us scale and grow.

1:43

And also equally important are our wonderful partners at tackle

1:47

and AWS who have been instrumental in every step of this

1:50

journey.

1:51

So my name is Robert Carbum.

1:53

I lead marketplace operations at strategy at Salesforce.

1:56

I'm working within our global tech partnerships organization

1:59

and I have over 17 last night checked, years experience

2:03

building, launching, scaling, B2B and B2C marketplaces within

2:07

a variety of verticals and industries.

2:10

Fun fact, the first marketplace that I worked on was in 2006 and

2:16

we were the first ethical online B2C marketplace of natural

2:21

hemp products and vegan food items.

2:24

And one of our customers was Woody Erelson and the suits that

2:29

he wears in the movie Seven Pounds were exclusively bought

2:32

through me.

2:33

So I was selling suits to Woody Erelson in 2006 through the

2:37

marketplace.

2:39

And they were horrible suits.

2:41

If you watch that movie, it was a period piece, but we sold it

2:44

in 2006.

2:46

So I digress.

2:47

Last but not least, I like Adam.

2:50

I'm living in the Frosty White maple serving north of Canada.

2:54

I'm in Toronto.

2:55

Adam is closer to Ottawa.

2:59

And for the record, it is currently not snowing.

3:03

But we shall see what the forecast is later.

3:07

That's great.

3:08

Hey, Robert, let's start with our first question really around

3:11

scale.

3:12

So, you know, what is the marketplace reach here for

3:17

potential for Salesforce?

3:20

What countries are covered?

3:22

How many?

3:23

And tell us more about how you've been thinking about rolling

3:26

this out to such a large global sales team.

3:31

Absolutely.

3:32

Okay.

3:33

So we've launched the ability to purchase Salesforce products

3:37

through the AWS marketplace in 10 countries since the artificial

3:41

launch at the beginning of December of last year.

3:44

The latest country, we just launched Portugal at the end of

3:48

April.

3:49

So we are now live in USA, Great Britain, Ireland, Germany,

3:52

France, Spain, Italy, Netherlands and Australia.

3:56

So our goal is to expand our geo footprint to meet the customer

4:00

demand as quickly and as efficiently as possible.

4:03

And we're also working to enable the entire field so that any

4:07

Salesforce AE can speak to the customer about buying through

4:11

the marketplace.

4:12

And yes, that's a bit of a boil the ocean task because we have

4:15

quite a few AEs.

4:17

But when you combine the tremendous customer value that buying

4:20

through the marketplace provides, the support from great partners

4:23

like Tacklan, AWS and the truly tremendous internal Salesforce

4:26

teams that are working together, we've built up a tremendous

4:30

amount of inertia to go after that ocean with the speed and

4:35

ferociousness that we've had.

4:37

And you know, one of the key things of getting the field ready

4:43

for things like this is being really prominent with internal

4:48

communications of winning deals.

4:50

And that's a great way to get the field excited.

4:53

If they start seeing all these deals come in, it's a question of

4:57

hey, wait a second, how do I get on board on this?

4:59

And they start coming to you, which is so much easier than

5:03

going to every single one of them.

5:06

That honestly sounds like one of our, like that is a big, big

5:12

undertaking that just the sheer size of Salesforce and rolling

5:15

out this change.

5:17

Yeah.

5:18

New organizational habit for everyone is just wild.

5:21

It's just, it's been really exciting to watch.

5:24

So maybe we could start kind of at the beginning, like how did

5:27

all of this get triggered?

5:28

What were the signals in the market that kind of triggered,

5:31

hey, maybe we should really look at doing something like this.

5:34

And so why has this been undertaken?

5:39

So we started at Salesforce.

5:41

We, this journey quite a while ago, I personally got involved at

5:46

the end of 2021, but Salesforce was putting pieces together a

5:49

little earlier than that, well before my time.

5:52

And in that entirety of the time, you know, before I arrived and

5:58

especially increasingly now, we've seen many buyer driven

6:03

triggers of the value that customers can obtain by purchasing

6:07

through cloud marketplaces.

6:08

And that's why we're going after this.

6:10

And, you know, the number one is being able to provide our

6:14

customers with a route to use their, their pre-committed

6:17

budget to purchase Salesforce products.

6:19

Because that's the number one buyer dominant value trigger

6:24

right there, right?

6:25

They have, they have budget that's pre-committed and now they can

6:28

use that budget towards the purchase of Salesforce products.

6:31

And it's a no brainer.

6:32

When you have, I think it's the last I heard was 156 billion

6:37

that AWS announced in unused spend across 300,000 AWS customers.

6:42

That's a huge value proposition we can now connect with.

6:45

And then layer on the other value proposition.

6:48

So, you know, we were seeing that the benefits of streamlining

6:54

your procurement, integrated billing, and the reduction of friction

6:58

in the buying process.

6:59

And that, that reminds me of a tackle event.

7:03

One of the first times I ever interacted with tackle, and I was

7:06

just a viewer at the time, but tackle at a webinar, they had a

7:09

bunch of experts, one of them was CrowdStrike.

7:12

And I remember the CrowdStrike story that they told where they had

7:16

a major US bank that had an incident and they needed to get

7:20

CrowdStrike, you know, up and running ASAP.

7:23

And it went from first phone call to CrowdStrike through marketplace

7:28

purchase and deployment same day.

7:31

And that speed is just completely unheard of.

7:35

And that was two years ago.

7:36

I can't imagine how quickly CrowdStrike is doing that stuff now.

7:40

But, you know, you tie all of these pieces together and it's

7:45

a win-win-win for every person and company involved.

7:51

No, that's great.

7:53

All right, so you had the trigger event.

7:55

You guys decide you're going into marketplace.

7:57

You guys are spread out across the globe.

8:00

How did you go about deciding what products you were going to sell?

8:03

Because you have a few that you sell.

8:05

And just what that was like to sort of spin up that motion to make

8:08

those decisions.

8:09

Absolutely.

8:10

So, right now, and I say right now, because we're trying to move as

8:14

quickly as possible to keep adding products, you know, as quickly

8:17

as possible.

8:18

And right now, products that we have available for purchase through

8:21

the EDVAS marketplace include data cloud, service cloud, sales

8:24

cloud, industry clouds, tableau, meal soft platform, signature

8:28

success, Slack, which was a recent addition and Heroku.

8:32

And all of this is making it easier for our customers to

8:37

subscribe and manage their Salesforce offerings.

8:40

And, you know, not everything in the Salesforce ecosystem is

8:44

available today, but we're absolutely working on it.

8:47

And, you know, structurally, we had to get creative on how to

8:51

offer such a wide variety of products without creating a

8:55

million different listings, right?

8:58

Because if you have one, two, three, four, five thousand SKUs,

9:02

you can't just make them all available.

9:05

That would be a nightmare.

9:07

So, you know, we want to make sure that our customers have an

9:10

easy purchasing experience, but at the same time, we want to

9:13

make sure that our operations are efficient as possible.

9:17

And both tackle and AWS have been terrific in assisting us in

9:20

finding really creative solutions to execute at the speed that

9:24

we're scaling and at the breadth of the products that we're

9:28

allowed.

9:29

We have available.

9:30

And then, you know, from a geo perspective, like most large

9:35

local corporations, we have multiple legal entities throughout

9:38

the globe.

9:39

And that is specifically to have the best experience for our

9:43

customers to buy in the way that has the least amount of

9:47

friction.

9:48

And we've structured our marketplace operations to match that.

9:52

And it has means -- sorry, means -- has meant that we had to do

9:58

a little bit more work up front.

10:01

We had to kind of duplicate some efforts because it's not all

10:04

operating under under one, you know, tackle account, so to

10:08

speak.

10:09

But it does set us up for success in all the different regions

10:13

that we operate.

10:15

Cool.

10:16

That's neat.

10:17

So, you know, we see a lot of infrastructure ISPs -- sorry,

10:22

cloud infrastructure ISPs that go to complement infrastructures

10:26

or services.

10:28

And, you know, Salesforce really is a business app that gets

10:32

deployed in, we'll say, critical business infrastructure for

10:35

revenue teams, obviously, right?

10:37

It's stuff that needs to be on 24/7.

10:39

So why a business app?

10:42

Why do you think business apps are taking off in terms of this

10:46

tectonic shift where buyers now want to buy their business apps

10:49

through cloud marketplace?

10:52

Yeah, it's evident in the amount of committed spend that these

10:56

businesses have.

10:58

And it really is a no-brainer when you're buying everything else

11:03

through marketplace that this was the next evolutionary step.

11:09

And I think a lot of this is coming through procurement teams,

11:15

right?

11:16

Procurement is now the new star of the show.

11:19

And that's kind of new for a lot of AEs in the field because

11:24

procurement normally is the last step and it's, you know, the end

11:28

boss before you get that contract signed.

11:32

And instead now procurement is kind of your ally because a lot of

11:36

the times that procurement team owns that committed number and

11:41

they now need to make sure that everything is flowing through

11:45

the marketplace so they can maximize the benefit of that

11:48

committed spend.

11:50

So, you know, one story, we did a deal last quarter and we were

11:55

working directly with the head of procurement and they really

11:58

became like the superhero involved in the deal.

12:02

They were able to bridge, you know, all the way up on their

12:06

side of the company and with us to showcase the value and

12:10

really maximize the total value of the deal and bring ahead

12:13

some things that weren't even planned until a future year.

12:17

So it was a really terrific opportunity for us and for them.

12:22

And then at the same time, you know, we really going forward,

12:26

we want to focus on those procurement individuals.

12:29

We want to, you know, get them into round tables and we want to

12:33

have these conversations because a lot of the time when you're

12:39

first interacting with the company and you're, you know,

12:43

building the value of selling through the marketplace, you don't

12:47

always get the right person right into the game.

12:49

So the person that you're speaking to may not even know or,

12:54

right, and they may not have the pressure of pushing everything

12:57

through the marketplace.

12:58

They don't know, but they're committed spend.

13:00

So we're trying to really focus on, you know, procurement as one

13:06

of the primary members of the entire deal transaction and getting

13:10

them in early so that we can, you know, build that relationship

13:14

because they're going to be an ally in this entire transaction.

13:17

Right.

13:18

That's fascinating.

13:19

The head of procurement being one of the key stakeholders

13:22

slash business decision makers for purchasing through the cloud.

13:27

That's great.

13:28

Thank you so much.

13:29

So how, you know, sales force has runs on sales force and how

13:35

important was it in your journey in implementing this integration

13:40

to get it right in terms of getting the ability to, to

13:46

get it right in terms of how you can transact in your sales force.

13:51

That's critical business infrastructure.

13:54

So sales forces, number one value is trust and it runs through our

13:59

entire DNA.

14:00

And that is one of the proudest things about, you know,

14:03

working for sales forces that I don't have any fears of waking up

14:08

in the morning and being in the news.

14:10

And it's really because trust is paramount in everything that we

14:13

do.

14:14

And trust is to ensure all of our infrastructure and our processes

14:17

are deeply integrated, tested, protected.

14:20

There's no shortcuts and we're trying to, you know, minimize

14:24

any manual work whatsoever.

14:26

It's trying to get everything automated as quickly as possible

14:30

so that everything is, you know, perfect because there's no room

14:34

for error when you were dealing with the trust of your customers.

14:37

And for us, we needed to make sure that end to end, everything

14:42

was airtight and scalable before we even opened the doors for

14:45

business.

14:46

And, you know, as a result of that, there was some more up front

14:50

work.

14:51

And I remember our, you know, initial conversations with Jillian

14:54

and team and we expressed, you know, what we needed up front.

14:58

And there was some nervous laughter in the room because it was

15:01

a different way of doing things.

15:03

I know that a lot of other companies have, you know, started in

15:08

an iterative process or they've been more flexible.

15:11

And that just really wasn't an option for us.

15:13

But, you know, Tacko was fantastic at adapting to our specific needs.

15:19

And together we did a lot of really amazing things differently

15:22

that made us possible for where we are today in our journey.

15:27

Yeah.

15:28

So I love that you said that because we talked to a lot of

15:32

customers about what the cultural transformation is to really take

15:36

on marketplace.

15:37

It's just not one small project.

15:39

It's sort of this enduring marathon that's now a new tool in

15:43

your kit for selling.

15:44

Can you talk about how you approach that shift amongst your

15:48

entire sales force, if you will?

15:50

And so I think it just a story from me.

15:54

When I was presented this opportunity to take on this project,

15:59

I, and this is, you know, absolutely true.

16:03

I told many people at the time that it felt like I had won the

16:06

lottery.

16:11

It was an absolute no-brainer to be able to, you know, be a part of a

16:15

project that was going to allow sales force to sell their

16:17

products through the marketplace and really deliver all this value

16:20

to our customers.

16:21

And it was clear to me on day one on how valuable that

16:24

opportunity was.

16:25

And that made it easy for me to advocate to others to sell

16:29

internally the value.

16:30

Because, you know, we are really doing huge earth changing

16:35

things.

16:36

And, you know, we're seeing the effects of that everywhere we go.

16:43

It wasn't always an easy ride.

16:45

There have been plenty of uphill battles.

16:48

But, you know, as soon as we had executive support aligned, it

16:54

was all gas and no brakes.

16:56

And I remember the exact day that, you know, everything flipped

17:00

and it went into high gear.

17:02

I was in Denver at a partnership conference.

17:05

It was August.

17:06

And I remember I had to leave the conference, like immediately.

17:10

I went to the Denver office.

17:11

I had never been to the Denver office before.

17:13

And I just immediately got locked into rooms and just, it was

17:17

zero to 60 doesn't do it justice.

17:19

It was like the rocket launch of zero to 17,500 miles an

17:23

hour.

17:24

Like, just absolutely crazy and how rapid everything scaled.

17:28

And, you know, Joe, you were long for the ride as well.

17:31

And tackle was right there ready to help us.

17:34

So that excitement then reverberated through, you know,

17:39

this giant team of people that we've been working with for this

17:42

long period of time.

17:44

And, you know, we did everything we could to move as fast as we

17:48

could.

17:49

And, you know, shout out to the amazing internal cross functional

17:53

teams at Salesforce to that we're able to, you know, pivot and

17:57

change and adapt.

17:59

And work and handle the craziness and also my bad jokes.

18:03

So, you know, shout it to them.

18:05

But we were able to accomplish some really amazing things in a

18:08

short period of time.

18:09

So the culture on the back end and the building and getting

18:13

everything ready.

18:14

I think we've always had a very terrific group of people that

18:17

understood and bought into the vision from day one.

18:20

Now, when you're talking about the field, that's an entirely

18:24

different situation, right?

18:26

So any time you're working with sales, the number one priorities

18:30

to ensure that you are showcasing and communicating the

18:34

value, what's in it for them, right?

18:37

How can they make more money faster and easier?

18:42

And I think thankfully the value proposition of purchasing through

18:47

the marketplace for the customer is just so tremendous that it

18:52

really wasn't a very hard sell.

18:56

A lot of the times we would go through and explain the benefits

19:00

to an A or enable session or something like that.

19:03

And a lot of the times the response that I would get was

19:06

what's the catch?

19:07

Like this is too good to be true.

19:10

And still, like it wasn't immediate because we do have a very

19:18

large field, we had to make sure that the value was

19:26

consistently showcased.

19:28

And we got some help along the way where the customer walked

19:31

up and said, "Hey, I want to immediately transfer and start

19:35

buying through the marketplace."

19:37

And that's fantastic.

19:38

But we really needed to get everyone excited and comfortable

19:47

about the value proposition.

19:51

And we've just done a whole tremendous amount of enablement

19:55

to make that happen.

19:57

Yeah.

19:58

Let's dig in a little deeper on that enablement.

20:00

I know there's a lot of tactics folks take to get sellers ready

20:03

to get the entire team ready.

20:05

Can you just go a layer deeper on how you approached your sellers

20:09

to get them spun up?

20:11

Absolutely.

20:12

So one of the benefits of launching this channel that we did,

20:16

the demand was established from day one.

20:20

We came in when the early adoption had kind of come and gone

20:26

and now we're into mass adoption territory.

20:30

That said, our partner marketing, product marketing,

20:34

and events teams, they have done an outstanding job at working

20:39

tirelessly to engage and enable our customers at every possible

20:44

interaction point.

20:46

So just some of the events that we've done recently,

20:48

we did TDX this year.

20:50

We just had a Tableau Conference in San Diego,

20:54

World Tour in New York, AWS Summit London,

20:57

and all of these events we've had enablement booths,

21:00

keynotes, break-out sessions, fireside chats,

21:03

just everything.

21:04

And then even still, in the immediate future,

21:06

we have connections coming up in May.

21:08

We have World Tour in June.

21:09

We have Cans Lions and AWS Summit in June as well.

21:13

So all of these opportunities have been fantastic at using the

21:19

events that Salesforce has been a part of to really focus on the

21:24

value of the marketplace.

21:26

And just a fun fact, as part of one of the booths,

21:29

there was a match game and I currently hold the world lowest

21:34

score at like 20 seconds.

21:36

So if you're at one of these upcoming events,

21:38

try to be my score.

21:39

First time too.

21:40

On the internal side, we're focusing on ramping up our sales

21:45

teams.

21:46

And one of the best ways that that's happening is through Slack.

21:50

So Slack is part of Salesforce.

21:53

And I'm a true user through and through.

21:58

I can't imagine a world in which we weren't using Slack.

22:03

It just seems so foreign to me now.

22:06

And one of the things we have, we have a dedicated marketplace

22:09

that we have to do is we have a platform where anyone in the

22:13

company can come in, they can ask questions.

22:16

And since December, we now have 2500 active users.

22:20

They've asked over a thousand questions.

22:22

And like it's not a channel where they jump in and jump out.

22:25

They jump in and they stay and they see the value.

22:28

And then another great thing about Slack is that when we have a

22:33

deal, right, something that's in flight, we open up a specific

22:38

platform where we have a customer engagement and everybody

22:42

jumps in.

22:43

The AEs, the sales teams, the back end people, the go to market

22:48

teams.

22:49

So everyone swarms together to collaborate on that.

22:53

And Slack is just absolutely fantastic for that.

22:56

So that's one area.

22:58

And then at the same time, for enabling the field, we've hosted

23:01

countless large scale and intimate enablement sessions with

23:05

the customer.

23:07

And then we have a lot of different types of things.

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We have a lot of different types of things.

24:30

We have a lot of different types of things.

24:31

We have a lot of different types of things.

24:32

We have a lot of different types of things.

24:33

We have a lot of different types of things.

24:34

We have a lot of different types of things.

24:35

We have a lot of different types of things.

24:36

We have a lot of different types of things.

24:37

We have a lot of different types of things.

24:38

We have a lot of different types of things.

24:39

We have a lot of different types of things.

24:40

We have a lot of different types of things.

24:41

We have a lot of different types of things.

24:42

We have a lot of different types of things.

24:43

We have a lot of different types of things.

24:44

We have a lot of different types of things.

24:45

We have a lot of different types of things.

24:46

We have a lot of different types of things.

24:47

We have a lot of different types of things.

24:53

We have a lot of different types of things.

24:54

We have a lot of different types of things.

24:55

We have a lot of different types of things.

24:56

We have a lot of different types of things.

24:57

We have a lot of different types of things.

24:58

We have a lot of different types of things.

24:59

We have a lot of different types of things.

25:00

We have a lot of different types of things.

25:01

We have a lot of different types of things.

25:02

We have a lot of different types of things.

25:03

We have a lot of different types of things.

25:04

We have a lot of different types of things.

25:05

We have a lot of different types of things.

25:06

We have a lot of different types of things.

25:07

We have a lot of different types of things.

25:08

We have a lot of different types of things.

25:09

We have a lot of different types of things.

25:10

We have a lot of different types of things.

25:17

We have a lot of different types of things.

25:24

We have a lot of different types of things.

25:31

We have a lot of different types of things.

25:38

We have a lot of different types of things.

25:45

We have a lot of different types of things.

25:52

We have a lot of different types of things.

25:59

We have a lot of different types of things.

26:06

We have a lot of different types of things.

26:13

We have a lot of different types of things.

26:20

We have a lot of different types of things.

26:27

We have a lot of different types of things.

26:34

We are like, "Okay, great.

26:36

Let's talk about it."

26:37

It was like, "No, we want to do it now."

26:41

That's the trend that we are starting to see more and more and more.

26:47

Going back to that procurement, once the right people figure out that this can

26:52

be done,

26:54

it's all of it.

26:56

Let's go.

26:58

That customer reaction has been truly fantastic.

27:03

Great.

27:05

Here's our final question for you.

27:09

There's been so much gold in this conversation.

27:12

You're definitely going to rewatch it and capture some of this.

27:17

If you were to summarize some of your advice on how to start and some tips and

27:22

tricks for other enterprises like Salesforce,

27:26

what would you say to them?

27:30

Before I answer, I will say, this is not a paid promotion whatsoever.

27:35

My first thing is, connect with tackle.

27:38

Tackle has been a fantastic partner for our journey.

27:42

I have no idea where we would be without them and specifically the likes of

27:47

Jill and Adam and the entire crew.

27:51

Definitely start there.

27:52

If you're looking for how to find tackle, there's events like this.

27:56

I've also heard many of them can be found at Buffalo related football events.

28:01

I was wondering when you were going to bring up the bill.

28:06

I will say that Tom Brady, his roast, definitely didn't.

28:11

I think the bills need to respond on some of his comments.

28:16

I digress.

28:17

No, in reality, tackle has been fantastic.

28:20

So definitely start there.

28:22

But in addition to reaching out to tackle, first and foremost, you need to get

28:27

top down executive support.

28:30

So you need leadership alignment to the long-term vision and realistic

28:34

expectations of activating this new sales channel.

28:39

And remember, it is a new sales channel.

28:42

It's not as simple as just launching a new SPF or like it's a long-term end-to-

28:47

end company-wide commitment.

28:50

It's going to take a bit of time.

28:52

And that's okay.

28:53

It's just that balance that you have to strike of getting executives excited

28:58

about something.

29:00

And getting that top down support and then getting the realization that this is

29:08

going to take some time and having the right resources in place to make sure

29:13

that you can hit the right speed.

29:14

So on the front end, you need to plan for resourcing, enablement, marketing,

29:19

comms, events, everything that you need to ensure the customer is aware of the

29:25

motion. Your teams are ready to engage and execute.

29:28

And then on the back end, this is where all the tough stuff happens.

29:35

And a lot of things people don't think about, you need to make sure everything

29:40

is working seamlessly together.

29:42

So product, tech programs, RevOps, RevRec, compliance, tax legal ethics, like

29:50

the list goes on and on and on.

29:53

And that can be tough to get that many people together, especially when it's

29:59

something completely new.

30:02

So the analogy that I used, there was a part of the company that we engaged

30:08

with late.

30:09

And we had to get them on board pretty quickly.

30:13

And the analogy I used was because we're new and refreshed and this is like the

30:20

thing.

30:21

It was the equivalent of a bunch of influencers dropping out of the helicopter

30:27

in a remote French villa and trying to burst down the doors and say, "Okay,

30:31

this is what we're doing.

30:32

Everyone needs to get on board and everyone in the French villa is like, excuse

30:37

me, slow down."

30:40

So upfront awareness is also key with all of the potential stakeholders because

30:47

you don't want to get caught needing to move quickly.

30:50

And then all of a sudden you hit some slower roadblocks and you have to educate

30:53

on what the marketplace is and what the value is.

30:57

So yeah, to summarize, bad analogies are great.

31:03

Top down executive support and general awareness, internal awareness are also

31:09

super fantastic.

31:11

And then at the same time, things are moving very quickly.

31:16

Tactical is releasing new features all the time.

31:20

The marketplaces are releasing new features all the time.

31:22

Your company may be releasing a whole bunch of stuff all the time.

31:25

So you need to be able to be adaptive and move with the changes, sometimes a

31:31

little bit faster than some people are used to.

31:35

And that's okay.

31:37

This is a very fast moving agile area of the business and it's definitely not a

31:45

set and forget experience.

31:48

But again, the way that I started this is it felt like I was winning the

31:52

lottery and I still, I feel that more and more each day that this is an amazing

31:57

opportunity.

31:58

And I have the privilege of working with such an amazing team within our own

32:04

walls and sales force and then also with great partners like tackle and AWS.

32:11

Thanks, Robert. That's just fantastic. This is Robert car bomb director of

32:21

marketplace strategy and business operations with myself and Jillian McNerney. One of our product managers has been leading the engagement with sales force.

32:25

Thank you so much today everyone.

32:28

I'd like to take a moment to thank you. Thank everyone for being part of the

32:34

cloud go to market XP event.

32:36

We hope you've found the past two days to be insightful and form of and

32:40

inspiring. I mean, there's so much goal in all of these events customer stories

32:44

always win.

32:45

We've had the privilege of hosting engaging sessions and thought provoking key

32:50

notes from deep dives into cloud strategies to discussions on innovation and

32:55

industry trends.

32:57

We really do believe we are the thought leaders here in the category creation

33:00

of cloud go to market. And as we conclude this event, we want to express our

33:04

gratitude to all of our speakers. Thank you so much our sponsors are attendees

33:11

and our entire organizing team for making this event possible

33:14

and successful. This event would not be possible without your participation and

33:19

valuable contributions. We hope the knowledge gained through this event will

33:23

continue to inspire and guide you in your own cloud go to market strategies

33:28

once again.

33:29

Thank you all for making this event one to remember, which in you all the very

33:34

best.

33:35

Thank you.

33:40

Thank you.

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